Senior Account Manager - Labor

Job Title

This job works with independent discretion and is responsible for long- and short-term strategies to deliver the most value from assigned accounts. Ensures revenue goals are achieved. In a forward-thinking and consultative manner, assumes overall responsibility for managing accounts that are high-profile and high value to the organization. Strategically manages the renewal and upsell opportunity through its lifecycle with an eye on balancing the needs of the customer with that of the organization. Remains focused on the strategic management of the account portfolio, while at the same time managing day-to-day service requirements. Leans on their interpersonal skills to develop partnerships, including at senior levels, with customers and brokers that result in better outcomes for all stakeholders.
Please note : Candidates must currently reside in or be willing to relocate to the Bay Area or surrounding region, as this role requires a local presence to support client-facing responsibilities.
Responsibilities

Maintains and grows revenue base through upsells, account retention and specifically improving financial gains at renewal
Strategically and proactively manages portfolio of high-value and complex accounts to drive the right solutions, balancing the needs of the client and with that of the business
Designs sophisticated renewal strategies and rate recommendations based on financial analysis with an eye on crafting solutions that are win-win-win
Manages pipeline with a 35-year outlook and drive opportunities for revenue growth
Applies analytical skills and independently lead deal tactics, based on comprehensive market knowledge, in collaboration with cross-functional peers
Creates effective presentations and conduct impactful business reviews that ensure existing customers understand the value our products
Acts as the primary point of contact, liaise between the customer and internal teams to ensure exceptional customer experience
Through effective collaboration, coordinates the account service and successfully develop high-quality partnerships with external stakeholders, especially at senior levels
Resolves customer concerns timely and brings creative solutions to bear, including identifying opportunities to expand/enhance services/processes to benefit all stakeholders
Serves as a mentor and/or peer coach including leading cross-functional teams on select workstreams
Qualifications

4+ years with Bachelor's degree
Experience working with labor unions and trust funds; Knowledgeable on the unique nature of labor clients and is adept at establishing relationships with organized labor. Proficient with ascertaining union needs and keeping membership satisfied.
Sophisticated business math and complex analytical skills with the ability to position financial outcomes that contribute to revenue goals across assigned portfolio
Excellent consultative selling and negotiation skills with the ability to influence decision makers associated with high-value, complex customers
Strong time management skills and experience with simultaneously managing overlapping projects under tight deadlines
Ability to meet specific deliverables within an environment of tight deadlines and considerable pressure
Capable of frequently working independently, demonstrated resourcefulness and requiring little guidance
Outstanding communication skills, both written and verbal with special emphasis in formal business presentations
Ability to effectively communicate with others, of all levels in the organization, in a collaborative environment
Advanced problem-solving skills with ability to work cross-functionally to resolve complex issues and generate results
Outstanding attention to detail and strong organizational skills
50% travel including overnight, use of personal car and ability to sustain expenses
Proficiency with Microsoft Office (Word, Excel, PowerPoint, Teams) and CRM (Salesforce)
Licenses N/A (Not Applicable). Must have or achieve required industry licensing within 90 days of date of hire and maintain license through completing Continuing Education requirements within 90 Days Required State life and health producer license within 90 Days Required Base Pay Information The national base pay range at the end is a good-faith estimate of what Delta Dental may pay for new hires. Actual pay may vary based on Delta Dental's assessment of the candidate's knowledge, skills, abilities (KSAs), related experience, education, certifications and ability to meet required minimum job qualifications. Other factors impacting pay include prevailing wages in the work location and internal equity. Pay Grade 21. $80,500 - $174,300
Additional Information

Competitive base and incentive pay
401(k) with robust matching and non-matching contributions
Rich medical & pharmacy benefits
100% employer-paid dental and vision benefits
Holistic wellbeing program with deep financial incentives
Generous paid time off plus 12 paid holidays and your birthday off
Culture of growth and learning: career development; tuition reimbursement; recognition program
Family support: adoption assistance, fertility treatment, child, elder & pet care assistance
Social responsibility and volunteer opportunities
Employee discount program
Fair Chance Ordinances and Criminal Background Considerations This position requires that the applicant undergo a background check. Qualified applicants with arrest or conviction records will be considered for employment in accordance with any applicable federal, state or local laws, including, but not limited to, the California Fair Chance Act, the Los Angeles County Fair Chance Ordinance, the City of Los Angeles Fair Chance Initiative for Hiring Ordinance, the San Francisco Fair Chance Ordinance, and/or New York Corrections Law Article 23-A.
About the Team

At Delta Dental, we're behind millions of smiles and counting. For over 68 years, we've served our communities by increasing access to affordable, quality care

but that commitment to care extends beyond the people we serve, to the dedicated employees who make those smiles genuine. We've come this far by building fair programs that offer opportunities for advancement, create meaningful connections and improve the lives of our employees and their families. Because we know that when we take exceptional care of each other, we can make a positive impact for all. We champion an inspirational workplace through our commitment to trust, service, excellence and innovation. Joining us means working for a company that offers stability and balance, opportunities for leadership at all levels, and a work environment focused on teamwork and camaraderie. Discover the smiling faces behind Delta Dental and experience our values and culture in action by connecting with us on social media.
Job Info

Job Identification 3352
Job Category Account Management
Posting Date 06/25/2026, 06:15 PM
Job Schedule Full time
Locations San Francisco, CA, United States Oakland, CA, United States